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System price drift is causing preventable margin leakage for building products and construction distributors.
The first half of 2020 has been a challenge for television advertising sales. We're all aware of the cratering demand due to COVID-19. But some underlying problems have also been exposed in this time, such as inefficient sales processes and the limitations of outmoded legacy systems. The media compa...
Today, setting prices is one of the biggest challenges for the maintenance, repair and overhaul (MRO) and industrial distribution industry. SKU counts soar into the millions and Amazon has a vast head start on eCommerce pricing. Traditional distributors are leaking between 2-11.7% margin on average....
For food producers, setting and updating prices is anything but straightforward.Price builds and component pricing must consider a volatile and complex mix of considerations. Contracts, dynamic spot pricing, volatile raw commodity exchanges, and so much more make widening the gap between price and c...
Today, setting prices is one of the biggest challenges for the electrical products distribution industry. Your SKU counts are constantly rising, you need to keep pace with eCommerce competitors and price is often heavily overridden by sales teams such that every customer gets the best price. Traditi...
It’s a good time to be in the aftermarket parts manufacturing business, as vehicles on the road continue to age, parts outpace new car sales and massive growth is expected over the next several years.Yet even periods of accelerating sales come with a downside. The factory may be churning out product...
Today, setting prices is one of the biggest challenges for the building products distribution industry. Sales teams are under constant price pressure, leading to a rise in deviations that destroy margin and system price compliance. Traditional distributors are leaking between 2-11.7% margin on avera...
Zilliant’s 2019 B2B Benchmark study revealed that medical and life sciences distributors are unwittingly leaving large amounts of revenue and profit on the table due to inconsistent pricing, misaligned market pricing, missed cross-sell opportunities and customer churn. On top of that, eCommerce gian...
At a time when very little seems stable, the most uneasy role in B2B is arguably that of the field sales representative. The bread-and-butter skills honed over decades of walking shop floors, shaking hands in boardrooms and making house calls are suddenly obsolete. Per McKinsey, almost 90% of sales...
What is your annual churn rate? Perhaps surprisingly, for electronic components distributors, an annual 30% customer churn rate–which includes declining customer purchase volume – is common.Just like that, a 7% growth target becomes a 37% goal in practical terms.This no longer has to be the case. Ou...
Can you confidently and consistently optimize your rate markup?Most staffing agencies struggle to hit that moving target. Bill rates and pay rates are constantly in flux, given differences in candidate location, skill level, duration of hire, state burdens and much more.What if you could offer your...
Rate-setting in the equipment rental industry is a complicated matter. Consider:Do large, strategic customers receive better rates than smaller accounts? Do customers pay a lower rate for longer rental periods? Do branch reps consistently quote with confidence?Now consider these questions across all...
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